Filling the Filing Cabinet Workshop

Orientation Essentials

InfoMinute Seminar

We had a great time celebrating our successful SWAT!
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Submitted by: Patty Wiliamson

Sugarloaf

Top Golf Outing

Talking with my customer today, I asked her questions about her previous alarm system companies and what she wants out her new system.&nbsp; I learned that she had used KMT in the past, and in fact, Tommy Smith, the owner of KMT, helped her with her system.&nbsp; She stated that she needed batteries replaced and Tommy explained that we could do it for her but the batteries at local stores were less expensive than our batteries.&nbsp; But she didnt like doing the work herself and climbing on ladders.&nbsp;&nbsp;
So we proceeded to determine what she wanted in her system and she was happy with what I suggested as a solution.&nbsp; After the system was designed and priced out, I mentioned that since she didnt like changing batteries and doing any maintenance on her system, that we had a Quality Assurance program to help with maintenance and several other benifits. But the best part was with this program, we offer 50% off on all battery replacements.&nbsp; This was a super add on sale simply because I asked her questions and listened to her needs and wants long before I jumped in with all bells and whistles that we could overwhelm her with at the beginning.
Asking questions about wants and needs and actually listening is a to major tool in my tool box.&nbsp; But knowing when to take that tool out and use it just as important.

Imagine starting to bake your favorite banana bread recipe. You’ll begin with a pan to bake it in. The pan is a tool.
What tool do you use to learn the result a client wants?&nbsp;
<ul>
<li>It is a question?</li>
<li>An application?</li>
<li>A story?&nbsp;</li>
</ul>
Share your referral tool.
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Bob Wiggs

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